Aquestive Regional Sales Manager (West)

Inizio Engage•San Diego, CA

38d•$190,000 - $210,000

About The Position

Aquestive Therapeutics is hiring for a Regional Sales Manager role to lead markets across the following states CA, UT, AZ, OR & WA . About Aquestive Therapeutics With more than 20 years of pioneering patient-centered innovation, we've transformed how millions access life-saving medications. Our track record speaks for itself: 6 FDA approvals, 2.5 billion doses delivered worldwide, and a presence across 6 continents. As we prepare to launch Anaphylm™, our latest breakthrough in overcoming patient barriers, we're building a sales team that shares our commitment to innovation that matters. The Role As a Regional Sales Manager, you'll be the architect of launch success in your region, building a team that doesn't just hit numbers, but changes patient outcomes. You'll recruit talent, develop future leaders, and translate corporate strategy into territory-level wins. This isn't management from a distance; you'll be in the field coaching your territory representatives through complex sales cycles, celebrating breakthrough moments, and holding the line on performance and integrity.

Requirements

Bachelor's degree
Minimum 5 years leading pharmaceutical or specialty sales teams (front-line management experience required)
Proven success leading teams through product launches—ideally in specialty, allergy, or related therapeutic areas
Deep understanding of sales strategy, market access dynamics, and HCP engagement models
Track record of developing talent and improving team performance through effective coaching
Strong analytical skills with ability to translate data into strategic action
Willingness to travel 60 – 75%, including overnight stays for field rides, customer events, and company meetings

Nice To Haves

Experience in rescue medication, allergy, or products addressing medication adherence/administration barriers
Background in specialty pharmacy or hub services operations
Previous management of geographically dispersed team

Responsibilities

Build & Lead a High-Performing Team Recruit exceptional Therapeutic Specialty Representatives who combine sales excellence with mission alignment.
Develop your team through consistent field coaching, structured feedback, and individualized development plans.
Create a culture of accountability and growth where representatives take ownership of their territories and support each other's success.
Foster diversity, equity, and inclusion across your region—ensuring every team member has the support and opportunities to thrive.
Identify and cultivate future leaders within your team.
Drive Strategic Execution Partner with VP of Sales and peer RSMs to shape national sales strategy, leveraging field-level insights to inform direction.
Translate corporate objectives into regional business plans that account for local market dynamics, competitive landscapes, and payer environments.
Establish clear performance metrics and tracking mechanisms that connect daily activities to launch milestones.
Analyze territory performance data to identify gaps, opportunities, and best practices worth scaling.
Coach for Impact Conduct frequent field rides that balance observation, real-time coaching, and collaborative problem-solving.
Help representatives master the consultative selling approach required for Anaphylm's value proposition.
Guide your team through objection handling, particularly around payer access and product differentiation.
Connect daily sales activities to the broader mission—helping representatives see how their work removes barriers for patients who need an effective, easy-to-carry, easy-to-use epinephrine rescue medication.
Navigate Market Access Complexity Develop fluency in regional payer landscapes—national plans, regional formularies, and local coverage nuances.
Translate payer insights into actionable pull-through strategies for your team.
Collaborate with Market Access and Hub Services to resolve coverage barriers and accelerate patient starts.
Track and share market access wins, barrier patterns, and successful resolution strategies.
Foster Cross-Functional Alignment Partner with Marketing, Medical Affairs, Training, and Market Access to ensure consistent brand execution.
Serve as the voice of the field—sharing customer insights, competitive intelligence, and execution challenges that inform broader strategy.
Facilitate regional collaboration with specialty pharmacy partners and patient services teams.
Represent your region in national sales meetings, strategy sessions, and launch planning forums.
Ensure Operational Excellence Drive CRM discipline across your team—ensuring high-quality documentation of calls, payer feedback, and sampling activity.
Monitor compliance with all regulatory requirements including PDMA, AE/product complaint reporting, and promotional guidelines.
Conduct regular territory business reviews that assess performance, identify improvement areas, and align on priorities.
Manage regional budget and resources efficiently to maximize ROI.